About the RoleAs a Key Account Director, you will operate as a senior, strategic leader responsible for a defined portfolio of enterprise accounts. This role reports into senior sales leadership and partners closely with Product, Consulting, and Executive stakeholders to drive long-term account growth and customer transformation.
You will own a portfolio of strategic accounts within North America, with responsibility for multi-year account strategy, executive engagement, and revenue growth across complex, enterprise-level engagements.
Success in this role will be measured by:- Expansion of existing enterprise accounts and achievement of revenue targets
- Impactful connections and depth of executive-level relationships
- Delivery of multi-year strategic account plans and transformation outcomes
- Customer retention and long-term value creation
In the first 6-12 months, you will:- Establish credibility with key stakeholders across your account portfolio
- Develop and execute multi-year strategic account plans
- Identify and advance high-value expansion opportunities
- Align internal AMCS teams to deliver measurable customer outcomes
- Deliver Revenue targets
Key Responsibilities:Strategy & Account Planning- Develop and continuously adapt a multi-year strategic account plan-spanning both strategic and tactical planning-that meets or exceeds customer objectives and sales goals.
- Partner with customers to define and align strategic initiatives, positioning AMCS as a key enabler of their business transformation.
Relationships & Executive Engagement- Serve as the primary executive sponsor for assigned accounts, owning senior stakeholder engagement and overall account health.
- Build and deepen C-suite relationships, establishing trusted advisor status and influencing strategic decision-making.
- Orchestrate cross-functional engagement across Sales, Product, Consulting, and Support to deliver measurable customer outcomes.
Growth & Sales Execution- Identify, build, and manage a robust pipeline of high-value expansion opportunities across assigned enterprise accounts, applying a "hunter" mentality.
- Lead complex, multi-threaded deal cycles from discovery through close, including solution positioning, commercial structuring, and negotiation.
- Deliver disciplined, accurate forecasting with full visibility into pipeline health, risks, and growth opportunities.
- Collaborate internally on pricing strategies and implementation plans to ensure customer success.
Governance & Customer Success- Lead executive governance, including Quarterly Business Reviews, to track aligned initiatives and drive accountability, value realization, and forward planning.
- Own critical escalations, driving them to resolution while strengthening customer satisfaction and long-term partnership outcomes.
Operations & Development- Conduct regular progress meetings with key account sales teams and management to ensure alignment and accountability.
- Pursue ongoing professional development to continually enhance skills and knowledge.
Required Experience & Qualifications- 10+ years of enterprise, quota-carrying software sales experience, with a demonstrated track record of selling complex, multi-threaded solutions into multi-billion-dollar organizations and closing $1M+ ACV, transformation-led deals
- Deep experience selling ERP or similarly complex enterprise platforms, with the ability to navigate highly technical, multi-stakeholder environments
- Proven success leading multi-year, strategic transformation engagements within Fortune 500 or equivalent global organizations
- Expertise in defining and executing strategic account plans, including orchestrating cross-functional resources and aligning to long-term customer value creation
- Established executive presence with a demonstrated ability to engage, influence, and build credibility with C-suite and senior leadership stakeholders
- Advanced proficiency in value-based selling methodologies (e.g., MEDDICC, Command of the Message), with a focus on driving business outcomes and ROI-led conversations
- Deep business acumen, with the ability to align complex solutions to customer strategic priorities, financial outcomes, and enterprise-wide initiative
